Category Archives: Lead Nurturing

How can marketing better align with sales? Contributor Sweta Patel walks you through the ins and outs of building a lead-scoring plan and the metrics for tracking lead-scoring success. Sweta Patel on July 18, 2017 These days, customer journeys look less like a yellow brick road and more like an endless maze with numerous … Continue reading Lead scoring: A bridge from marketing to actual sales→

Matt Goldman — June 1, 2017 Follow @TheOriginalBull— June 1, 2017 Well managed leads are the best starting point towards your business’s growth; and even minor slips in their handling can easily spell the difference between losing and gaining a new customer. Since its introduction to the sales pipeline, the automated distribution process has completely … Continue reading The Time-Saving Capabilities of Lead Distribution Software→

Matt Goldman — May 18, 2017 Follow @TheOriginalBull— May 18, 2017 Not much has changed in the 60 years since IBM first formalized sales channel management with the BANT approach. When IBM first developed BANT, the objective was to create a basic sales call structure designed to find marketing qualified leads for their salespeople. It … Continue reading Are BANT Qualified Leads Actually Hurting SaaS and PaaS Sales?→

Dan Sincavage — May 14, 2017 Follow @dansincavage— May 14, 2017 Although companies sometimes advertise to millions of people, not all of them will be interested in purchasing the business’s products. Which people or businesses are likely to buy? The lead qualification process seeks to answer this question. A sales department that can focus on … Continue reading Finding the Needle in the Haystack: How to Qualify Leads→

John Oechsle — March 22, 2017 Follow @hjoech— March 22, 2017 Try reverse engineering your sales to better nurture your leads Do you remember your first sale? The thrill of having someone effectively say, “What you have is valuable and I want to pay you for it!” It’s exciting and never gets old, right? So … Continue reading The Art of Small Business Lead Nurturing in 2017→

Patrick Hogan — January 24, 2017 Follow @growtenfold— January 24, 2017 Lead nurturing must be a part of your comprehensive sales and marketing strategy. In its core, lead nurturing is about building relationships with prospects through different channels, even when they’re not near the decision stage yet. B2B customers often take the long and winding … Continue reading Effective Lead Nurturing: 7 Tactics for Better Prospect Relationships→

Alan Rita — December 28, 2016 — December 28, 2016 I am sure you know that the human brain processes images 60,000 times faster than words? If you are a marketer with only a few seconds to make your point before someone’s attention is turned to something else, you will realize the immense power of … Continue reading How to Turn Your Infographic into a Lead Magnet→

By Ann Smarty December 13th, 2016 Ah, the sales funnel. We are all obsessed with it. We read, write, and argue about the best ways to go from the initial marketing phase to the final conversion. Yet, we too often ignore what could be the most important step: getting people INTO the funnel to begin … Continue reading How To Build An Irresistible Lead Magnet→

Courtney Marshall — November 23, 2016 — November 23, 2016 Setting up large-scale marketing campaigns takes more than just time—it takes a TON of thought. And not just at the get-go. To be a modern marketer, you can never stop improving. That means testing, tweaking, experimenting, building and rebuilding. If you want to truly optimize … Continue reading 5 Steps to Optimizing a Lead Nurture Program→